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Best practices
for pitching
to judges
Emad Saif
Entrepreneurship Trainer
@esaif
March 23 2016
AGENDA
Judging Criteria
Useful Tips
Q & A Preparation
1. Business Model 2. Customer Validation 3. Execution & Design
Judging Criteria
- 5 Min Presentation -
1. Business Model
• Address the 9 building blocks
• Customer acquisition
• Competition
• Scalability
• Risk
• Are teams building something that
people actually want?
• How well does the team understand
their customer and their cus...
• Have they established a “Minimal
Viable Product” for the weekend
(software, hardware, etc.)?
• Does it deliver a compell...
AGENDA
Judging Criteria
Useful Tips
Q & A Preparation
AUDIENCE WANT TO BE
ENTERTAINED
USE SIMPLE LANGUAGE
SHARE YOUR PASSION
HOOK YOUR AUDIENCE
DON’T MEMORIZE
DON’T READ WORD FOR WORD
KNOW YOUR CORE MESSAGE
7 min
3 min
1 min
•Hook
•Customer Problem
•Value Proposition
•Team
•Product
•Market
•Financials
•Mi...
5GB 1,000 songs
BENEFITS vs. FEATURES
WATCH YOUR TIME
• Time your self
• Plan your pauses
• Use images triggers
NON-VERBALCOMMUNICATION
Body
Distance
Clothes & Looks
Body & Arm Positions
Movement
Gestures
Eye Contact
Face Expressions
...
END WITH
“CALL TO ACTION”
PRACTICE.
PRACTICE.
PRACTICE.
Steve
Jobs did it
for hours!
AGENDA
Judging Criteria
Useful Tips
Q & A Preparation
WHY Q & A ?
• Feedback
• Additional clarification
• Challenge certain assumptions
DOs & DON’Ts
• Don’t give long explanations limit to 2-30 sec
• Ask for clarification if question is not clear
• You don’t...
Handling Feedback
• Accept the feedback
• Don’t respond – this is not a question
• Don’t argue – this is not a debate
• Sa...
Common Questions
• Do you have evidence customers want it?
• How big is your market? Is it scalable?
• What’s the team loo...
THINK LIKE AN
INVESTOR
Market
Attractiveness
Product
Differentiation
Managerial
Capabilities
Resistance to
Threats
Expected
Return
Perceived
Risk...
PITCH VIDEOS
AGENDA
Judging Criteria
Useful Tips
Q & A Preparation
LEAVE AN
IMPRESSION
You can
do it!
QUESTIONS?
Emad Saif
Center for Entrepreneurship
emadsaif@qu.edu.qa
@esaif
Best Practices for Pitching to Judges -  Startup Weekend Doha 2016
Best Practices for Pitching to Judges -  Startup Weekend Doha 2016
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Best Practices for Pitching to Judges - Startup Weekend Doha 2016

  1. Best practices for pitching to judges Emad Saif Entrepreneurship Trainer @esaif March 23 2016
  2. AGENDA Judging Criteria Useful Tips Q & A Preparation
  3. 1. Business Model 2. Customer Validation 3. Execution & Design Judging Criteria - 5 Min Presentation -
  4. 1. Business Model • Address the 9 building blocks • Customer acquisition • Competition • Scalability • Risk
  5. • Are teams building something that people actually want? • How well does the team understand their customer and their customer’s needs? • Did the team get out and talk to customers? • What is the value proposition to customers? 2. Customer Validation
  6. • Have they established a “Minimal Viable Product” for the weekend (software, hardware, etc.)? • Does it deliver a compelling and captivating user experience? • Were they able to demo something functional? 3. Execution & Design
  7. AGENDA Judging Criteria Useful Tips Q & A Preparation
  8. AUDIENCE WANT TO BE ENTERTAINED
  9. USE SIMPLE LANGUAGE
  10. SHARE YOUR PASSION
  11. HOOK YOUR AUDIENCE
  12. DON’T MEMORIZE
  13. DON’T READ WORD FOR WORD
  14. KNOW YOUR CORE MESSAGE 7 min 3 min 1 min •Hook •Customer Problem •Value Proposition •Team •Product •Market •Financials •Millstones •Risks • Hook • Customer Problem • Value Proposition • Team • Product • Market • Hook • Customer Problem • Value Proposition • Team Pitch Pitch Pitch
  15. 5GB 1,000 songs BENEFITS vs. FEATURES
  16. WATCH YOUR TIME • Time your self • Plan your pauses • Use images triggers
  17. NON-VERBALCOMMUNICATION Body Distance Clothes & Looks Body & Arm Positions Movement Gestures Eye Contact Face Expressions Touch Voice Voice Tone Speed & Pauses
  18. END WITH “CALL TO ACTION”
  19. PRACTICE. PRACTICE. PRACTICE. Steve Jobs did it for hours!
  20. AGENDA Judging Criteria Useful Tips Q & A Preparation
  21. WHY Q & A ? • Feedback • Additional clarification • Challenge certain assumptions
  22. DOs & DON’Ts • Don’t give long explanations limit to 2-30 sec • Ask for clarification if question is not clear • You don’t know everything and that’s OK
  23. Handling Feedback • Accept the feedback • Don’t respond – this is not a question • Don’t argue – this is not a debate • Say “Thanks for your feedback
  24. Common Questions • Do you have evidence customers want it? • How big is your market? Is it scalable? • What’s the team look like? What are your backgrounds? • What is your product differentiation? • What risks exist? How do you address them? • What do you need? Milestones?
  25. THINK LIKE AN INVESTOR
  26. Market Attractiveness Product Differentiation Managerial Capabilities Resistance to Threats Expected Return Perceived Risk Decision to Invest + - To Invest or not to Invest?
  27. PITCH VIDEOS
  28. AGENDA Judging Criteria Useful Tips Q & A Preparation
  29. LEAVE AN IMPRESSION
  30. You can do it!
  31. QUESTIONS? Emad Saif Center for Entrepreneurship emadsaif@qu.edu.qa @esaif
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Learn the best practices for pitching to Judges, specific to participants participating in Startup Weekend Doha 2016

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